Gartner Research

Ten Tips on Successfully Selling Enterprise Architecture

Published: 19 November 2008

ID: G00162907

Analyst(s): Brian Burke

Summary

EA teams often underestimate the importance of selling to the success of an EA program. Gartner has developed 10 tips that can help teams become more adept at winning over key stakeholders and securing their commitment and support.

Table Of Contents
  • Overview
  • 1. Identify and Study Your Target Audiences
  • 2. Define Your Objectives
  • 3. Understand and Address Their Driving Issues
  • 4. Speak Their Language
  • 5. Pick the Right Channels
  • 6. Practice Your Pitch
  • 7. Anticipate and Prepare for Objections
  • 8. Invite a Dialogue
  • 9. Secure a Commitment
  • 10. Create a Formal Plan
  • Tactical Guidelines

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